7 Lead Scoring Software for Identifying the Best Opportunities for Follow-Up

In the competitive landscape of lead scoring software, the right tools can make all the difference in capturing high-quality leads. This article delves into the nuances of top platforms that are shaping the future of sales follow-ups, with expert insights to guide the selection process. Discover how industry leaders are leveraging technology to prioritize and convert prospects into valuable customers.

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Salesforce Pardot Increases Completed Quotes

For me personally, Salesforce Pardot stands out as an exceptional lead scoring tool because of its depth and flexibility. I used it in a campaign where we assigned specific points to behaviors like visiting our pricing page (+20), engaging with an email offer (+10), and returning to the energy calculator within 48 hours (+30). Leads with a score of 50 or higher were flagged for immediate follow-up, which resulted in a 28% increase in completed quotes over a six-week period. 

The ability to set time-sensitive triggers, like adding extra points for rapid re-engagement, gave us insights into the urgency of the leads. I think this tool’s detailed tracking and automation features ensure we focus on customers who are genuinely ready to take the next step, which has been invaluable in driving conversions.

Benjamin Tom, Digital Marketing Expert and Utility Specialist, Electricity Monster

HubSpot Simplifies Lead Prioritization

In the ever-evolving landscape of sales and marketing, identifying the most promising leads is crucial for maximizing your team’s efforts and driving revenue growth. That’s where lead scoring software comes into play, and one platform that stands out is HubSpot’s Lead Scoring tool. With its powerful automation capabilities and seamless integration with your CRM, HubSpot’s Lead Scoring simplifies the process of prioritizing leads based on their engagement levels, demographic information, and other key criteria.

What sets HubSpot’s Lead Scoring apart is its intuitive interface and customizable scoring models. You can tailor the scoring criteria to align with your specific business goals, ensuring that you focus on the leads most likely to convert. Additionally, the real-time scoring updates keep your sales team informed about the hottest prospects, enabling them to strike while the iron is hot.

As someone in the legacy tech platform industry, I’ve found that leveraging HubSpot’s Lead Scoring tool in tandem with their Marketing Automation capabilities can yield remarkable results. By setting up automated email campaigns triggered by specific lead scores, you can nurture your prospects with personalized content, increasing their engagement and propelling them further down the sales funnel. This streamlined approach not only saves time but also enhances the overall customer experience, fostering stronger relationships and driving higher conversion rates.

Sreejita Saha, Content and Digital Marketing Manager, Mitt Arv

Bombora Analyzes Behavioral Intent Signals

Identifying top leads for follow-up hinged on using advanced analytics rather than standard software. I’ve particularly favored Bombora’s intent data for this purpose. This tool allows us to effectively gauge web users’ interest in specific topics related to our services by analyzing behavioral intent signals. 

For example, using Bombora, we tracked a spike in interest for digital PR services across certain market segments. By understanding these behavior patterns, we could target our outreach more effectively, focusing on leads already showing strong intent. This custom approach helped increase conversion rates by over 25% due to engaging leads at the right moment in their decision-making process. 

Moreover, Bombora’s ability to integrate seamlessly into our existing CRM system made the transition smoother and provided more profound insights into potential leads. This compatibility ensures that our team remains agile, focusing our resources on high-potential opportunities, which in turn, consistently improves our bottom line.

Clayton Johnson TCM, Owner, Twin City Marketing

Marketo Customizes Lead Scoring

Marketo is like your lead-scoring sidekick—it helps you spot the hottest opportunities without breaking a sweat. It tracks things like email opens, page visits, and content downloads, then assigns scores so you know who’s ready to chat and who’s just window shopping. The best part? It’s super customizable, so you can focus on what actually matters in your sales funnel. It’s not just about numbers; it’s about making follow-ups smarter and way less of a guessing game. If you want to work smarter, not harder, Marketo’s got you covered.

Justin Belmont, Founder & CEO, Prose

Clearbit Provides Deep Lead Insights

I depend on Clearbit for lead scoring as it allows me to determine potential leads without having to spend time pursuing those that are not primed for follow-up. I’ll provide an example of how it has worked for me.

When launching a webinar for entrepreneurs, the Clearbit plug-in for sign-up forms was very useful. Clearbit did not only request basic contact but also included additional details in the leads’ profiles such as how many employees the company has, what the company does, and how much the company has raised recently. This information helped to determine the order of follow-up very easily.

For example, a start-up that had just finished raising funds ranked higher in the score because they matched the profiles I was looking for concerning my paid consulting services which was great for me. On the other hand, those who applied using personal emails and did not provide further details scored lower. This allowed my sales team to zoom in on the high-value follow-ups immediately.

What makes Clearbit really unique is its accuracy. It’s not only necessary to track clicks or downloads; it provides deep insights about the lead. One lead’s Clearbit profile showed that they were on a decision-making team so I changed my pitch from self-interest to ROI and benefits for the team. That made the difference.

Clearbit is not only an extension application, it’s more like another team member who makes sure that you don’t have to waste time on chasing leads with a low closing probability. Here’s my advice: Invest in a scoring technology that is intelligent if you want to follow up leads.

Soubhik Chakrabarti, CEO, Icy Tales

Infer Uses Predictive Analytics

When it comes to identifying high-value opportunities for follow-up, I recommend Infer as a reliable lead-scoring software.

Unlike traditional rule-based tools, Infer uses predictive analytics to analyze internal data, like CRM inputs, and external signals, such as firmographics and digital behaviors. This approach ensures I’m not scoring leads based on surface-level information but uncovering deeper patterns that predict conversion likelihood.

One of Infer’s key advantages is its ability to learn and adapt continuously. The platform refines its scoring model over time by analyzing which leads convert and which don’t. This adaptability is crucial in fast-changing industries. With Infer, businesses can trust that their scoring is always up to date, reducing reliance on manual adjustments.

Furthermore, I appreciate Infer’s focus on identifying leads that may initially appear cold but have strong potential for long-term engagement. Its predictive models go beyond simple engagement metrics to assess factors like company growth signals, technology usage, and job postings.

Overall, this depth of insight allows sales teams to focus their energy on nurturing leads that competitors might overlook.

Peter Bryla, Senior Community Manager, Resume-Now

Verint Boosts Sales for TechPro Security

In the security sector, leveraging data analytics has been pivotal for us. We use Verint as our lead scoring software. It gives us the precision we need by analyzing customer engagement through our comprehensive security solutions, such as access control and remote video monitoring services.

One concrete example: We track interest in our License Plate Recognition (LPR) systems for gated communities. By identifying patterns and engagement levels across demographics, we’re able to prioritize follow-ups with community managers who show high interaction with LPR technology, boosting our sales in that niche by 30%.

This tool provides scoring based on data drawn from multiple touchpoints within our offerings, allowing us to personalize our outreach efforts. This strategic focus on data-driven insight doesn’t just ensure efficient follow-up but also positions us to address client needs with improved accuracy, driving better conversion rates.

Brad Besner, President, Techpro Security Products, LLC

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